NetApp

Optimizes cloud infrastructure costs on AWS

AI Business Development Manager

Business Development & PartnershipsUpdated on Nov 14

Full-timeNo salary listed

About the Job

Requirements

At least 8 years of experience in business development, strategic sales, go-to-market, AI, cloud, or enterprise technology roles.
A proven track record of generating pipeline and influencing business growth in emerging or high-growth technology markets.
Experience creating target account strategies and executing measurable outbound demand-generation programs.
Working knowledge of AI infrastructure, including GPU environments, model training and inferencing, data pipelines, RAG architectures, vector databases, and AI platforms.
Ability to translate technical capabilities into business outcomes and executive-level value propositions.
Strong stakeholder management, collaboration, and influencing skills across matrixed organizations.
Fluent English and willingness to travel across EMEA/LATAM as required.

Responsibilities

Lead AI pipeline generation across EMEA/LATAM, creating qualified opportunities and driving business growth.
Identify, prioritize, and engage target accounts using market insights, AI adoption trends, and installed-base opportunities.
Partner with Sales, Marketing, and strategic partners to execute demand-generation activities that create pipeline and accelerate bookings.
Build relationships with senior customer stakeholders and help shape AI strategies and opportunities.
Expand AI adoption within existing customers and support acquisition of net-new AI-focused organizations.
Develop and refine AI value propositions covering AI infrastructure, data pipelines, sovereign AI, inferencing, and emerging AI workloads.
Build repeatable go-to-market programs, including account targeting, messaging, competitive positioning, and business value frameworks.
Measure and optimize program performance based on pipeline generation, opportunity progression, and business impact.
Equip Client Executives, Systems Engineers, and partners with the tools and knowledge needed to identify and advance AI opportunities.
Deliver enablement, account planning support, and strategic guidance to increase AI opportunity creation.
Support key opportunities through executive engagement, business case development, and competitive strategy.
Develop relationships with hyperscalers, GPU vendors, systems integrators, AI software providers, and cloud partners.
Drive joint go-to-market initiatives and partner-led pipeline generation.

Desired Qualifications

Experience working with hyperscalers, AI ecosystem partners, systems integrators, or channel-led sales models.
Understanding of AI regulation, data sovereignty, and compliance considerations across Europe and international markets.
Experience building new go-to-market motions, market development programs, and strategic growth initiatives from the ground up.
Existing relationships within the AI ecosystem, including AI startups, sovereign AI initiatives, cloud providers, GPU vendors, or AI-focused partners.
Additional European language skills are advantageous.

Job Summary:

NetApp is uniquely positioned to help organizations unlock the value of AI through the data they already manage. With a significant share of the world's unstructured data residing on NetApp, we help enterprises and public sector organizations build and scale AI initiatives across training, inferencing, data pipelines, RAG architectures, sovereign AI platforms, and modern AI infrastructure.

The AI Business Development Manager will be responsible for creating demand, generating qualified pipeline, and accelerating AI-related business growth across EMEA/LATAM. This is a highly strategic business development role focused on identifying opportunities, engaging customers and partners, and converting AI interest into measurable pipeline and bookings. Success is measured by pipeline creation, opportunity progression, and revenue impact.

Key Responsibilities:

Drive AI Pipeline & Growth

Lead AI pipeline generation across EMEA/LATAM, creating qualified opportunities and driving business growth.
Identify, prioritize, and engage target accounts using market insights, AI adoption trends, and installed-base opportunities.
Partner with Sales, Marketing, and strategic partners to execute demand-generation activities that create pipeline and accelerate bookings.
Build relationships with senior customer stakeholders and help shape AI strategies and opportunities.
Expand AI adoption within existing customers and support acquisition of net-new AI-focused organizations.

Develop AI Go-to-Market Strategy

Develop and refine AI value propositions covering AI infrastructure, data pipelines, sovereign AI, inferencing, and emerging AI workloads.
Build repeatable go-to-market programs including account targeting, messaging, competitive positioning, and business value frameworks.
Measure and optimize program performance based on pipeline generation, opportunity progression, and business impact.

Enable Sales & Partners

Equip Client Executives, Systems Engineers, and partners with the tools and knowledge needed to identify and advance AI opportunities.
Deliver enablement, account planning support, and strategic guidance to increase AI opportunity creation.
Support key opportunities through executive engagement, business case development, and competitive strategy.

Build the AI Ecosystem

Develop relationships with hyperscalers, GPU vendors, systems integrators, AI software providers, and cloud partners.
Drive joint go-to-market initiatives and partner-led pipeline generation.

Success Measures

Generate consistent, high-quality AI pipeline across EMEA/LATAM.
Increase AI-related bookings and improve conversion rates.
Grow AI adoption within existing customers and secure new AI-focused accounts.
Increase partner-sourced opportunities and ecosystem engagement.
Drive adoption of AI sales plays across the wider Sales and technical organizations.

Job Requirements:

Required

8+ years of experience in Business Development, Strategic Sales, Go-to-Market, AI, Cloud, or Enterprise Technology roles.
Proven track record of generating pipeline and influencing business growth within emerging or high-growth technology markets.
Experience creating target account strategies and executing measurable outbound demand-generation programs.
Working knowledge of AI infrastructure, including GPU environments, model training and inferencing, data pipelines, RAG architectures, vector databases, and AI platforms.
Ability to translate technical capabilities into business outcomes and executive-level value propositions.
Strong stakeholder management, collaboration, and influencing skills across matrixed organizations.
Fluent English and willingness to travel across EMEA/LATAM as required.

Preferred

Experience working with hyperscalers, AI ecosystem partners, systems integrators, or channel-led sales models.
Understanding of AI regulation, data sovereignty, and compliance considerations across Europe and international markets.
Experience building new GTM motions, market development programs, and strategic growth initiatives from the ground up.
Existing relationships within the AI ecosystem, including AI startups, sovereign AI initiatives, cloud providers, GPU vendors, or AI-focused partners.
Additional European language skills are advantageous.

Why Join NetApp?

This is an opportunity to help shape NetApp's AI growth strategy across EMEA and LATAM. You will work at the intersection of AI, data, cloud, and infrastructure, enabling organizations to accelerate AI adoption while helping build a scalable, repeatable growth engine for one of the industry's most important technology markets.

About the Company

NetApp

Optimizes cloud infrastructure costs on AWS

Spot.io, part of NetApp, helps businesses manage cloud costs and infrastructure on AWS. It uses software that analyzes cloud usage and automates management to lower compute expenses, especially through AWS EC2 spot instances, which offer spare capacity at reduced prices. The product provides deep visibility into cloud spending, an AWS cost optimization calculator for estimating potential savings, and a free action plan tailored to each customer. Revenue comes from selling software licenses and consulting services. Target customers include enterprises using containers and orchestration tools like Kubernetes, EKS, ECS, KOPS, Docker Swarm, and OpenShift. The company aims to reduce cloud compute costs for customers while simplifying cloud operations and improving efficiency.

Company size: 51-200
Company stage: Acquired
Total funding: $53.2M
Headquarters: Tel Aviv-Yafo, Israel
Founded: 2015

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